Q: As someone who writes for a living, I’m a word nerd and I’ve learned to choose them carefully. In your profession, what’s the distinction between “Sales” and “Business Development”?

A: Sales is about finding and closing deals, often by any means necessary. It’s not a thoughtful process and it doesn’t compel you to truly understand your clients. Business development is about building relationships that foster trust, confidence and mutual respect. The emphasis is on securing repeat business which means putting your clients needs and concerns and goals FIRST. I am their partner in achieving these goals and looking out for their interests. 

Q: Legend has it you started your career as a designer, but it sounds like those early years also included some estimating and project management duties. How has performing these other aspects of the business informed your current process?

A: A comprehensive skillset in any industry makes you better equipped to educate your clients and help them navigate each phase of the work being done. You can use your insight and experience to anticipate potential challenges and determine the best path forward. And in an industry like construction, the less surprises you have the better.

Q: You’re approaching your 7th year with Solidus, but your time in the industry spans decades. What stands out to you about this chapter in your career?

A: With Solidus, I’ve been able to protect my clients in ways that I was never able to before. Construction is a risky business and shielding my clients from the many pitfalls has always been my top priority. This is by far the most security I’ve ever been able to offer them and it means I never have to worry about delivering on my promises.